Dave Brock
Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.
Before You Can Create Value For Your Customer, You Have To Know What Value You Create
Having a differentiated value proposition, creating value for your customers is critical for sales success. But when I speak with sales executives and...
Performance Management Friday — Customer Retention/Customer Attrition
Usually it's easier, and cheaper to sell to a current customer than to acquire a new customer. Monitoring customer retention and customer attrition...
Are Your People Selling What They’re Supposed To Sell?
Let me open by posing a scenario then asking a question. Scenario: You have two sales people, each with $1 Million quotas. ...
Removing Obstacles To Buying
One of the most important roles of the sales professional is to remove obstacles to the customer's buying process. It's a role that...
No Virginia, There Is No Santa Claus
Pardon my awkward paraphrasing of the famous "Yes Virginia, There Is A Santa Claus," line from the movie, Miracle on 34th street. As...
Performance Management Friday — CPOD
I'm shifting gears a little, today I'm focusing on a key sales management metric. It's important for sales people to understand this–it's part...
Does Sales 2.0 Make You A Better Sales Person?
The short answer is Yes–and–No. I sit through all sorts of conferences that promote great technologies and the great capabilities of the Sales...
Starting And Stopping
It's always difficult to balance our selling activities. We've got a bunch of hot deals going, we drop everything else, focusing on those...
Shoemaker’s Children??
The phone rings. I pick it up, it's a sales person from a supplier of Sales Intelligence solutions. "Hi Dave, I'd noticed you were...
Performance Management Friday — % Leads Converted To Opportunities
In past posts, I've talked a lot about metrics within the traditional Sales Pipeline/Funnel, focusing on qualified opportunities. Today, too many of the...
Who Is The Beneficiary Of Sales And Marketing Automation?
I had the privilege of participating in a fantastic roundtable at Focus.com today. It was "A Sales View Of Marketing Automation," with...
Working On Trust
Trust is the cornerstone in developing healthy relationships,whether they be personal or professional. It's particularly important in our effectiveness as sales people. ...
Do You Know What Should Be Keeping Your Customers Up At Night?
There it is, that old stand by question, "What keeps you up at night?" There lots of arguments about whether that's the worst...
When Sales People Don’t Change?
"Selling has changed more in the past 3 years than in it's cumulative history." states Dave Stein of ESResearch. I couldn't agree more,...
Unsolicited Email, Cold Calling, Prospecting, Nurturing
So this is what's happening this morning. I start the morning looking at email. Craig Rosenberg of Focus.com has posed an interesting...
Do You Have A Plan?
Do you have a plan for winning this deal? Do you know the key activities you must execute to win the deal? Do these activities…
Rising Tides Float All Ships, But What About Falling Tides?
"Rising Tides Float All Ships," a bit of an odd title, given the current economic uncertainty. This term has been used to...
Business Acumen-More Than Price
I talk to lots of people about their value propositions and the business cases they have presented for their solutions. People seem...
Customer Service Is Overrated!
I was reading an interesting discussion on customer loyalty at Focus.com. The responses focused on great customer service. This matches my experience...
Performance Management Friday — % Of Opportunities Advanced
Our goal as sales people is to help our customers move through their buying process. We want to help them move as rapidly...